The document outlines the T.R.U.S.T. sales process in 5 steps: 1) Think - establish call objectives, 2) Relate - build trust and rapport, 3) Uncover Needs - identify customer needs, 4) Sell the Solution - present recommendations, 5) Take Action - manage objections and close the sale. It emphasizes establishing rapport, understanding customer needs through questioning, presenting benefits not features, and overcoming objections to make the sale.

2. The T.R.U.S.T. Process

3. The ONE-WORD MEANING of SALES is WORK! The TWO-WORD MEANING of EFFECTIVE SALES is HARD WORK! Next, you have to ENGAGE!

4. The Four Selling Principles Selling is not an event ; it is a process . You make more money solving problems than you do by selling products . Your prospects buy for their reasons, not yours. Prospects don’t buy your products and services, they buy what the products or services will do for them.

5. Your CUSTOMERS do not want TO BE SOLD TO. They want to be led TO MAKE THEIR DECISION TO BUY!

6. A CONSULTANT wins over a SALESMAN wins over every time… all the time!

7. Seasoned salespeople KNOW the value of ASKING QUESTIONS.

8. What makes your product/service valuable to your prospect? Why should the prospect buy from us instead of the competition ?

9. There is NO BUSINESS until A SALE IS MADE!

10. Overview of the T.R.U.S.T. Process STEP PURPOSE HOW T hink Establish call objective Gather information, analyze the situation, prepare for sales opportunities R elate Build trust and rapport Focus on the prospect U ncover the Needs Identify needs, reasons, benefits and criteria. Ask appropriate questions S ell the Solution Present your recommendation Use feature, function, benefit statements. T ake Action Manage objections and close the sale Ask for the order

11. Step One: THINK The Importance of Planning

12. Step Two: RELATE Establishing Rapport

13. Step Three: UNCOVER the NEEDS Identifying and Isolating

15. The Natural Law of Homeostasis states that an organism stays in perfect balance until and unless acted upon by an outside force . disrupts the status quo and pushes the organism out of balance .

16. Step Four: SELL the SOLUTION Features, Functions, and Benefits

17. Step Five: TAKE ACTION Managing Objections and Trial Closes

18. Keys to Prospecting Always be prospecting. Develop a genuine interest in and concern for other people. Communicate with people constantly. Observe with an “eagle-eye” .

19. PROSPECTS ARE PERISHABLE – handle with care.

20. A truly QUALIFIED PROSPECT is anyone who meets all of these qualifications: The authority to buy The ability to pay An unmet need A sense of urgency

21. Step Two: RELATE Establishing Rapport

22. Remember POGO: P erson O rganization G oals O bstacles

23. POGO First Call Pyramid Rapport 5 Min. POGO Questions 10 Min Uncover Needs Questions about reasons, benefits & criteria 15 Min.

24. Step Three: UNCOVER the NEEDS Identifying and Isolating

25. Your prospect WON’T BE WILLING TO CHANGE until they REALIZE that they have AN UNMET NEED.

26. You become aware of the prospect’s needs by ASKING QUESTIONS to gain: Product Knowledge Industry Knowledge Competitors Knowledge Application Knowledge Pricing Knowledge POGO Knowledge Prospect Knowledge Buying Criteria

27. You need to use HOMEOSTASIS to your ADVANTAGE.

28. ZIG says: “Be careful. If you rush to the presentation before you have built value and gotten to know the prospect, you will come across as a pushy salesman .”

29. FOUR COMMON MISTAKES SALESPEOPLE MAKE: Mistake No. 1: Introducing features and products that are not relevant to the prospect’s needs .

30. FOUR COMMON MISTAKES SALESPEOPLE MAKE: Mistake No. 2: Emphasizing the features and functions of products instead of presenting benefits that are important to the prospect.

31. FOUR COMMON MISTAKES SALESPEOPLE MAKE: Mistake No. 3: Leading with products, instead of leading with need .

32. FOUR COMMON MISTAKES SALESPEOPLE MAKE: Mistake No. 4: Not paying attention to and responding to the prospect’s non-verbal and verbal messages.

33. Step Five: TAKE ACTION Managing Objections and Trial Closes

34. The CETAA Formula involves: C larify E mpathize T est A nswer A sk

35. ZIG ZIGLAR says: “Remember, you can’t make anyone change his or her mind. You can only give them new information to make a new decision.”

36. INCONVENIENCING one’s self for the CONVENIENCE of another.

37. ResProDep batch 2